Director of Sales

Director Of Sales

The Director of Sales is responsible for leading and executing the sales strategy for the hotel. This role drives revenue through proactive sales, building and maintaining strong client relationships, and maximizing market share in extended stay, corporate, and group segments. The Director of Sales partners closely with the General Manager and revenue team to position the hotel competitively within the market while ensuring Marriott's standards of service and hospitality are met.

Key Responsibilities

Revenue Growth & Profitability - Driving top-line revenue through new business acquisition, account management, and strategic partnerships.

Optimizing mix of business (corporate, group, leisure, long-stay, transient).

Market Positioning & Strategy Understanding the competitive set, market trends, and demand generators.

Creating sales strategies aligned with brand positioning and property goals.

Relationship Building Developing strong client, partner, and community relationships.

Leading sales teams to build trust and long-term loyalty with key accounts.

Leadership & Team Development Coaching and motivating sales managers to achieve targets.

Driving accountability while creating a high-performance, collaborative culture.

Collaboration with Operations & Revenue Management Partnering with GMs, Revenue Managers, and Marketing to ensure alignment.

Balancing rate integrity, occupancy, and long-term guest value.

Key Attributes Strategic Thinker Can analyze market data and anticipate future trends.

Results-Oriented Focused on KPIs : RevPAR, ADR, group room nights, catering revenue, etc. Strong Communicator Articulates vision internally and sells value externally.

Negotiation & Closing Skills Confident in securing business while protecting profitability.

Resilient & Adaptable Navigates downturns, shifts in demand, or competitive pressures.

Customer-Centric Builds solutions around client needs without compromising property goals.

Inspirational Leader Motivates a diverse team and sets a culture of accountability and excellence. Analytical & Data-Driven Leverages STR reports, pace reports, and CRM insights to guide decisions.

Qualifications

• Bachelors Degree in Hospitality Management, Business Administration, Marketing, or a related field.
• Minimum 35 years of hotel sales experience with progressive leadership responsibilities; previous Marriott experience (FOSSE, CITY, MARSHA) preferred.
• Proven ability to develop, execute, and measure sales strategies that drive revenue across transient, group, and extended-stay segments.
• Strong understanding of local market dynamics, competitive set analysis, and effective business development practices.
• Excellent communication, negotiation, and relationship-building skills with the ability to influence internal and external stakeholders.
• Advanced knowledge of sales principles, hospitality operations, and account management practices.
• Proficiency in Microsoft Office Suite, Marriott sales systems, and CRM platforms.
• Exceptional writing and presentation skills with results-oriented communication tailored to client and leadership audiences.
• Demonstrated ability to analyze performance data, identify trends, and implement strategies to meet or exceed revenue goals.
• Highly organized with the ability to prioritize competing demands, manage multiple projects, and maintain focus under pressure.
• Strong leadership presence with a collaborative, hands-on approach, fostering teamwork across departments. Commitment to upholding brand standards and delivering a best-in-class guest and client experience.

Compensation Range

The compensation for this position is $130,000.00 / Yr. - $140,000.00 / Yr. based on qualifications and experience.